Essentials of an Effective Inbound Strategy

Professor: Lindsay Thibeault

Inbound CertificationBrought to you by HubSpot Academy

CLASS 01

1 WHY INBOUND?

SEOBloggingAttraction

Customer - Centric

INBOUND

vs.Cold Calling

Cold Emails (SPAM)Interruptive Ads

Marketer - Centric

TRADITIONAL

SEOBloggingAttraction

Customer - Centric

INBOUND

vs.Cold Calling

Cold Emails (SPAM)Interruptive Ads

Marketer - Centric

TRADITIONAL

IT’S ABOUT CREATING MARKETING THAT PEOPLE LOVE.

Analysis should be

inherent in every

single thing you do

with your inbound

strategy.

2WHAT ARE THE FUNDAMENTALS OF INBOUND SUCCESS ?

Use buyer personas.

Create remarkable content.

Leverage your content.

Use the Buyer’s Journey.

INBOUND BEST PRACTICES

Use buyer personas.

Create remarkable content.

Leverage your content.

Use the Buyer’s Journey.

INBOUND BEST PRACTICES

Semi-fictional representations of your ideal customer based on real data and some select educated speculation about customer

demographics, behavior patterns, motivations, and goals.

BUYER PERSONAS

CONDUCTING PERSONA RESEARCHBuyer personas must be based off of actual research, not assumptions.

Persona Detail Sample question to Ask

Role What is your job role? Your title?

Company/Organization What industry or industries does your company work/is your role in?

Goals What are you working to accomplish?

Challenges What are your biggest challenges?

Watering Holes How do you learn about new information for your job?

Shopping Preferences Do you use the internet to research vendors or products?

SAMPLE PERSONA RESEARCH QUESTIONS

Start by interviewing your current customers.

PERSONA NAMEBACKGROUND:• Basic details about persona’s role, key information about the persona’s company• Relevant background info

DEMOGRAPHICS:• Gender, age range, household income (consider a spouse’s income, if relevant)

IDENTIFIERS:• Buzzwords & mannerisms

GOALS:• Persona’s primary & secondary goal

CHALLENGES:• Primary and secondary challenge to persona’s success

HOW WE HELP:• How you solve your persona’s challenges & help achieve their goals

COMMON OBJECTIONS:• Identify the most common objections your persona will raise during the sales process

REAL QUOTES:• Include a few real quotes (taken during interviews) that well represent your persona to make it easier for employees to

relate to/understand to them

BACKGROUND:• Head of HR, married with 2 children (10 and 8)• Worked at same company for 10 years; worked up from HR Associate

DEMOGRAPHICS:• Skews female, age 30-45, suburban, dual HH Income: $140,000

IDENTIFIERS:• Calm demeanor, usually assistant screening calls, wants collateral mailed/printed

GOALS:• Keep employees happy and turnover low, support legal and finance teams

CHALLENGES:• Getting everything done with a small staff, rolling out changes to the entire company

HOW WE HELP:• Make it easy to manage all employee data in one place• Integrate with legal and finance systems

COMMON OBJECTIONS:• Worried will lose data moving to a new system, doesn’t want to have to train the entire company on it.

REAL QUOTES:• “It’s been difficult getting company-wide adoption of new technologies in the past.”• “I’ve had to deal with so many painful integrations with other departments’ databases and software.”

HR BLAST - SAMPLE SALLY

Use buyer personas.

Create remarkable content.

Leverage your content.

Use the Buyer’s Journey.

INBOUND BEST PRACTICES

THE BUYER’S JOURNEY

THE BUYER’S JOURNEY

THE BUYER’S JOURNEY

THE BUYER’S JOURNEY

THE BUYER’S JOURNEY

THE BUYER’S JOURNEY

IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?

A. Awareness stage

B. Consideration stage

C. Decision stage

IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?

A. Awareness stage

B. Consideration stage

C. Decision stage

IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?

A. Awareness stage

B. Consideration stage

C. Decision stage

IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?

A. Awareness stage

B. Consideration stage

C. Decision stage

But wait! This was a trick question!

WHEN CREATING CONTENT, KEEP IT EDUCATIONAL.Not educating your buyer personas on who you are and what you do, but educating them on their problems and solutions to those problems.

Use buyer personas.

Create remarkable content.

Leverage your content.

Use the buyer’s journey.

INBOUND BEST PRACTICES

Inbound Marketing = Content + Context

Content Context

CONTEXTWho are you creating content for?

Use buyer personas.

Create remarkable content.

Leverage your content.

Use the Buyer’s Journey.

INBOUND BEST PRACTICES

Distribution makes content relevant.

FLICKR USER SMITHSONIAN INSTITUION

LEVERAGING CONTENT VIA DISTRIBUTIONThe right distribution technique gets the right content in front of the right person at the right time.

Landing

pages

Calls-to-

action

Business

blog

Website

pages

Social

media

Marketing

emails

Use buyer personas.

Create remarkable content.

Leverage your content.

Use the Buyer’s Journey.

INBOUND BEST PRACTICES

WHAT DOES INBOUND LOOK LIKE?3

Financial services advisory group that help business owners in Australia and New Zealand.

CFO On-Call once relied heavily on telemarketing and cold calling to generate leads for sales.

CFO On-Call began working on developing

their buyer persona. By understanding their main customer’s

demographics, role, and business problems, the team could create better targeted

content, emails and offers for that audience.

BACKGROUND:• He runs a small business that he started after a career in the industry• Married with a couple of children• He’s been running his own business for about 3 years

DEMOGRAPHICS:• Typically in his mid 40s

IDENTIFIERS:• Drives a modest vehicle• Achiever• Determined individual and a natural leader• Entrepreneurial flair

GOALS:• Has high ambitions for his business • Can see great opportunities in his marketplace for growth• Likes to be his own boss

CHALLENGES:• Cash flow can limit growth potential • Lenders aren’t too helpful about borrowing funds to grow• Income can be a little erratic at times due to business cash flow• Occasionally has to borrow funds to borrow money which causes stress• Isn’t on the same wavelength as his accountant • Feels stretched at times

GARY THE BUSINESS OWNER

The team at CFO On-Call worked on expanding the content offerings on their website.

• Whitepapers• eBooks• Blog posts

BLOG POSTS

• “22 Warning Signs of a Business in Trouble”

• “9 Keys to Small Business Growth for 2014”

• “8 Ways to Improve Profit in a Business”

200% Increase in web traffic within a six-month period.

9.6xIncrease in leads because of the tools they have in place to easily capture more leads from their site.

153%With lead management and nurturing, they’ve improved sales-ready leads by

THANK YOU.